An assessment of needed sales management skills

The skills required of sales managers are vitally important to the success of the firm's selling effort; however, there has not been a recent review that identifies these needed skills. Based on a survey of sales executives from 145 companies, this research develops a taxonomy of key sales management skills. The perceived importance of these skills is reported based on the level of management, gender and the performance level of the firm. In addition to identifying the relative importance of the various sales management skills, they were found to group into three conceptual dimensions relating to interpersonal, technical and strategic skills. The results also indicate that significant differences in the perceived level of skill importance exist based on level of management, years managing salespeople, gender and on three dimensions of the respondent's firm performance.     

Duty orientation: Theoretical development and preliminary construct testing

We develop and test the construct of duty orientation that we propose is valuable to advancing knowledge about ethical behavior in organizations. Duty orientation represents an individual’s volitional orientation to loyally serve and faithfully support other members of the group, to strive and sacrifice to accomplish the tasks and missions of the group, and to honor its codes and principles. We test the construct validity and predictive validity of a measure of duty orientation across five studies and six samples. Consistent with the conceptualization of duty orientation as a malleable construct, we found in separate field studies that duty orientation mediates the relationship between ethical leadership and ethical and unethical behaviors, and between transformational leadership and ethical behavior. In predicting ethical and unethical behavior, duty orientation demonstrated incremental predictive validity beyond the effects of affective organizational commitment, organizational identification, experienced job responsibility, collective self-construal, and organizational values congruence.     

Developmental Differences in the Ability to Provide Temporal Information About Repeated Events

Children (n = 372) aged 4–8 years participated in one or four occurrences of a similar event and were interviewed 1 week later. Compared with 85% of children who participated once, less than 25% with repeated experience gave the exact number of times they participated, although all knew they participated more than once. Children with repeated experience were asked additional temporal questions, and there were clear developmental differences. Older children were more able than younger children to judge relative order and temporal position of the four occurrences. They also demonstrated improved temporal memory for the first and last relative to the middle occurrences, while younger children did so only for the first. This is the first systematic demonstration of children's memory for temporal information after a repeated event. We discuss implications for theories of temporal memory development and the practical implications of asking children to provide temporal information. Copyright © 2015 John Wiley & Sons, Ltd.     

The punctuational sources of the truth-functional ‘or’

Philosophical Studies -     

Tactical Military Leader Requisite Complexity: Toward a Referent Structure

The U.S. Army has focused on developing leader competencies in order to promote adaptability for asymmetric warfare. Expanding leader adaptive capacity, however, requires integrating competencies with deeper knowledge structures and leader identity. We conduct a three-stage exploratory study using semistructured interviews and three separate samples of experienced combat leaders to assess the organization of tactical leader functional roles. We identify the breadth of roles, tasks, skills, and attributes representative of expert tactical military leaders. We hope to take a first step in circumscribing the requisite cognitive and behavioral complexity required of tactical leaders and thereby provide a referent structure for future research on what constitutes requisite complexity for tactical military leaders.     

Relational humility: conceptualizing and measuring humility as a personality judgment

The study of humility has progressed slowly due to measurement problems. We describe a model of relational humility that conceptualizes humility as a personality judgment. In this set of 5 studies, we developed the 16-item Relational Humility Scale (RHS) and offered initial evidence for the theoretical model. In Study 1 (N = 300), we developed the RHS and its subscales--Global Humility, Superiority, and Accurate View of Self. In Study 2, we confirmed the factor structure of the scale in an independent sample (N = 196). In Study 3, we provided initial evidence supporting construct validity using an experimental design (N = 200). In Study 4 (N = 150), we provided additional evidence of construct validity by examining the relationships between humility and empathy, forgiveness, and other virtues. In Study 5 (N = 163), we adduced evidence of discriminant and incremental validity of the RHS compared with the Honesty-Humility subscale of the HEXACO-PI (Lee & Ashton, 2004).     

The locus of the benefits of repetition-lag memory training

The repetition-lag training procedure developed by Jennings and Jacoby (2003 , Neuropsychological Rehabilitation, 14, 417) has been shown to improve older adults' performance in the recognition memory task used for training, and to improve performance in a variety of other memory and executive function tasks ( Jennings, Webster, Kleykamp, & Dagenbach, 2005 , Aging, Neuropsychology, and Cognition, 12, 278). The present study examined the effects of concurrent interference tasks during the study or test phases of training to localize the source of gains. Overall, the results suggest that training is resilient and resistant to interference, but also that the processes used during the test phases of training are more important to the gains seen in the primary task and in the transfer tasks than those used in the study phases.     

Preparation for speeded action as a psychophysiological concept

Mental preparation aids performance and induces multiple physiological changes that should inform concepts of preparation. To date, however, these changes have been interpreted as being due to a global preparatory process (e.g., attention or alertness). The authors review psychophysiological and performance investigations of preparation. Concepts of the central regulation of action offer an integrative framework for understanding the psychophysiology of preparation. If people process multiple streams of information concurrently, then preparatory processing requires a form of supervisory attention- central regulation to maintain unity of action. This concept is consistent with existing psychophysiological results and links them to current views of information processing. Conversely, psychophysiological measures may provide indices to test concepts within theories of the central regulation of action.